Are you correctly modeling what you sell?
The question, ‘are you correctly modeling what you sell?,’ came to mind on Friday when I attended the Home Show. A woman was demonstrating brand new, high quality cookware. She claimed it was made of the best materials, easy to clean and wondrous for cooking.
During the demonstration she told a cute story as her own, but in fact I had heard it a number of times previously. I began to wonder about the credibility factor. The finality of the cooking demonstration came with the anticipated food tasting. Everything was presented beautifully.
Alas, the food demoed had a boiled taste to it with absolutely no flavor. In fact, microwaved food might have tasted better. If only she had added a little bit of olive oil or garlic, nothing too elaborate, she would have improved her chances for selling some product.
The most alarming news came when she announced the pricing of these products – they were far more expensive than that of the high end department stores. If she truly wanted to sell sets of the expensive cookware, then she should have been cooking gourmet food. End of story and end of sales. Everyone walked away without a single sale made.
Marketing is attracting prospects to your sales funnel. Before you ever begin the process check your systems for congruity such as gourmet food with gourmet cookware. Change your mindset from doing what is easy to doing what makes the most sense. In this regard, your business development and sales will come much more quickly. Best of all they will be a Smooth Sale!
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